Presentation by Wences Garcia of Marketgoo (http://www.marketgoo.com) at the WorldHostingEvent global. March 2013 in Rust, Germany:
…

Presentation by Wences Garcia of Marketgoo (http://www.marketgoo.com) at the WorldHostingEvent global. March 2013 in Rust, Germany:

Millions of European (and worldwide) SMBs plan to increase their spending on cloud services in the next 3 years and upselling add-ons and cross-selling business applications are key to driving growth.

Wences Garcia is the founder of MarketGoo, a internet marketing and SEO product company. In this presentation he would discuss about the key opportunities and challenges hosting and telco companies face to attack this mass market:

- What´s the size of this opportunity?
- How online marketing is perceived by SMBs
- Why educating the customer is key
- Why hosting is a commodity but online marketing is not
- How small businesses value simpler products
- When to create a consulting center?
- How to deliver a all-ecompasing marketing strategy
- and some more

Valued added services are an opportunity but SEO is a high-opportunity You already host their website and even a website builder Hosting is a commodity, but online marketing means business For a small business, understanding SEO is a crucial step in building out an online presence and acquiring customers

Hosting providers are used to sell products and online marketing is more of a consulting business. Selling solutions is not selling products. Focus on benefits Build a SMB specific strategy don’t think of yourself as a utility, but a value-added service provider.

If you want to sell value added services you must educate customers SMBs will be attracted to the providers that educate them the most before and after the sale. Content: Whitepapers, Newsletters, Webinars, etc. Seed the market with online reports benchmarking the website

5.
They are moving
• SMBs want enterprise-level computing
power, applications, and services at prices they
can afford
• The applications SMBs say they are most likely
to add are search engine optimization, security
and health monitoring, and backup.

9.
Web marketing is key
• You already host their website and even a
website builder
• Online marketing means business
– SEO is the main tactic
• For a small business, understanding SEO is a
crucial step
• SEO is a high-opportunity
• Customers want submission and tools to
improve visits

15.
Educate them
• SMBs will be attracted to the providers that
educate them the most before and after the
sale.
• Content: blog post, whitepapers, newsletters,
webinars, etc.
• Seed the market with online reports
benchmarking the website